PRM

Process Maps – Winter ‘08

Maximize Revenue with Indirect Sales – Deal Registration
A best practice for rapid channel growth is to enlist partners to bring new business to you through a deal registration program. This involves partners
registering new deals to you, and in return, they gain program benefits such as additional margin.

Direct vs. Indirect Leads Lead Quality by Source Top Partners

Deal Registration Program

Partner Sources the Lead Partner Qualifies the Lead Partner Registers the Deal
• Vendor creates a deal
g
registration p
program
g • Current situation
• Run marketing campaigns to • Submits
S b it via
i the
th partner
t portal
t l
• Vendor communicates its generate leads • Product of interest • Submits via Salesforce-to-
benefits and requirements • Uncover an opportunity with • Time frame Salesforce connection
an existing customer
The Partner will receive an auto-
response email confirming that the
deal has been received and that
they will hear back within 48 hours

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Gain Better Visibility into Your Channel – Deal Registration
Get real-time visibility into the status of partner-owned opportunities while empowering partners with direct access to price books and opportunity
information. Salesforce is the single place for updating deal information, tracking milestones, and recording all opportunity-related interactions.

Deal Status Sales by Partner Indirect vs. Direct Sales Partner Scorecard

Partner Closes
the Deal
Channel Manager Is Notified Channel Manager Reviews Deal Is Approved Partner Works the Deal

• Via
Vi the
th partner
t portal
t l • Queries
Q i the th database
d t b ffor existing
i ti d deals
l • Time frame is set • Sales cycle • Submit proof of
• Negotiation performance
• Via Salesforce-to-Salesforce • Confirms all the information is complete
• Receive additional
margin credit

Re-Submit the Deal Rejects the Deal Time Frame Expires

Partner may want to resubmit the
deal with additional information
If the deal already exists or the
information is not complete, the
channel manager rejects the deal
and p provides an explanation
p
If the time frame expires, the partner
has to resubmit the deal or file for an
extension

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Maximize Revenue with Indirect Sales – Lead Distribution
Put an end to competitive issues and conflicts in your channel sales and earn partner loyalty and better deals. Distributing the right leads to the right
partners and measuring success is a critical element in channel programs and partner success.

Direct vs. Indirect Leads Lead Quality by Source Top Partners

Lead Referral Program

Vendor Sourced Lead Vendor Qualifies Lead Channel Manager Maps Lead to Partners
• Vendor creates a lead
referral p
program
g
• Run marketing campaigns to • Current situation • Specific rep
• Vendor signs up lead generate leads • Product of interest • Specific partner
referral partners • Uncover an opportunity with • Time frame • Group of partners: shark tank
an existing customer

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Gain Better Visibility into Your Channel – Lead Distribution
Get real-time visibility into the status of partner-owned opportunities while empowering partners with direct access to price books and opportunity
information. Salesforce is the single place for updating deal information, tracking milestones, and recording all opportunity-related interactions.

Deal Status Sales by Partner Indirect vs. Direct Sales Partner Scorecard

Partner Closes
the Deal
Partner Is Notified Partner Accepts the Lead Partner Works the Lead Partner Works the Deal

• Trigger an email notification • Confirm they want the lead • Requalifies the lead • Sales cycle • Submit proof of
• Log in to see new leads • Confirms interest • Negotiation performance
• Receive additional
Time Frame Expires margin credit

If time expires, the channel

manager
a age can
ca p provide
o de a
an
extension or re-distribute the lead
to another partner .

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